Thu.Mar 09, 2023

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7 Vital Sales Negotiation Skills Every Rep Needs

Iannarino

In 2010, I said that “ Negotiation is the art of the deal.” And it’s still true today.

Negotiate 286
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Four Negotiation Skills to Arm Your Sellers with Right Now

Force Management

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.

Negotiate 126
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11 Must-Follow Rules for B2B Email Introductions (Updated)

Sales Hacker

*Editor’s Note: This article first appeared on Inc.com by Bubba Page and is being republished with permission. The original article can be viewed here. I’m sure you get these emails. People asking to pick our brain, see their demo, provide feedback on their product, and the list goes on. Being a natural connector in the space, I’m constantly getting the ask, “can you provide and intro to X for me.

B2B 123
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3 ways data can steer you wrong — and how to glean better insights

Martech

Modern marketers are obsessed with data — and for a good reason. It gives us direction and informs our strategies, among many other benefits. But not all data is equally useful or helpful. The wrong data sets can be just as damaging to your marketing program as having none. It’s essential to know how to identify the right data, so your insights accurately guide your decision-making.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

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Dear SaaStr: Why Are VCs So Lousy At Follow-Up?

SaaStr

Dear SaaStr: Why Are VCs So Lousy At Follow-Up? I hate this. And yet … I’m pretty bad at it myself, I’m sorry. It’s often a sign of a deal with some good stuff in it, but that doesn’t quite meet the bar. When I started investing, I vowed to always respond within 24 hours to all follow-up. And I kept up for 90 days … and then I failed.

Follow-up 113
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Webinar: The 360-view content strategy you need

Martech

Whether selling to businesses or consumers, buyers need access to various types of product content — emotionally-driven visual assets and objective information. This helps them feel most confident when making buying decisions. Delivering this experience requires digital asset management (DAM) and product information management (PIM) tools. Join this webinar and learn how to create a 360-degree view of their product content will be best equipped to create experiences that empower their customers

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Grammarly introduces generative AI tool GrammarlyGO

Martech

Today, Grammarly announced GrammarlyGO, a generative AI product slated for beta release in April. GrammarlyGO is a content creation tool for businesses and individuals, aiming to generated relevant text that matches a personal voice, as well as brand style and context for professional use cases. “Generative AI represents an inflection point in innovation that Grammarly can incorporate to deliver even more value for our customers,” said Rahul Roy-Chowdhury, Grammarly’s global head of product, in

Represent 106
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This day in search marketing history: March 10

Search Engine Land

Google and Bing “exception lists” In 2011, Google and Bing revealed at SMX West that they have “exception lists” for websites that might get hit by some algorithm signals. Neither search engine suggested that these lists were used to boost sites in their search results or exempt them from any overall algorithm changes. However, some sites might be excluded from the impact of particular ranking signals on Google, according to its spam chief, Matt Cutts.

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Making it into the inbox doesn’t have to be a guessing game by Digital Marketing Depot

Martech

While it may seem like magic to some, making it into the inbox doesn’t have to be a guessing game. You can take real, actionable steps to improve your email deliverability — all while increasing customer engagement and eliminating wasted spend. Email deliverability (sometimes called inbox placement) can be very complex — but it’s worth trying to understand.

Gaming 102
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Live Replay: We Led Sales Teams in the ‘08 Recession: Here’s What We Learned

Sales Hacker

Your buyers are tightening their budgets. Sales cycles are getting longer. New pricing pressure has seemingly come out of nowhere. So we’re calling in the big guns. In this live replay, learn what these leaders did in 2008 when the recession hit and what they wish they had done differently. Guests: Mary Shea , Global Innovation Evangelist at Outreach Hilmon Sorey , Co-founder at CoachCRM Micheal Murray , CSO at GoMoto You’ll learn: What these leaders did right in the 2008 recession — and w

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

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75% of marketers still rely heavily on third-party cookies

Martech

Cookie-based advertising is on its last legs, but not enough marketers have moved on. A full 75% of marketers still rely heavily on third-party cookies, according to a new Adobe study. Going in the wrong direction. Some 45% of marketers are spending at least half their budgets on campaigns and other activations based on third-party cookies, according to the study.

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Global Head of Microsoft Advertising steps down

Search Engine Land

In a LinkedIn announcement, Rob Wilk, Corporate Vice President – Global Head of Microsoft Advertising, announced he was stepping down from his post. “This is one of the toughest posts I have ever made on LinkedIn. I have made the decision to leave Microsoft to take the next step in my career.” Enter Kya Sainsbury-Carter. Taking over for Wilk is Kya Sainsbury-Carter, Vice President, Microsoft Advertising.

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The CDP connector myth

Martech

At a recent CDP demo I attended, a nervous client asked the vendor if they had a connector to Salesforce Sales Cloud. The vendor replied affirmatively, and the client breathed a sigh of relief. But the truth is — most customer data plaftorm (CDP) vendors have disappointing packaged connectors. Read on for why that is and what you can do about it. A bit of history: The enterprise ‘portlets’ race This encounter reminded me of the “enterprise portal” era.

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Google February 2023 product reviews update more volatile than previous updates, say data providers

Search Engine Land

On February 21, 2023, Google released the February 2023 product reviews update that ran for 14 days and ended on March 7, 2023. This update was different than the previous several product reviews update in that it impacted not just English languages but also several other languages. February 2023 product reviews update. As a reminder, the February 2023 product reviews update started to roll out at about 5 p.m.

Product 81
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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

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Data, Data, Everywhere…….

Partners in Excellence

In Samuel Coleridge’s The Rime Of The Ancient Mariner , there’s a famous line, “Water, water, everywhere, Nor any drop to drink.” Today, we seem to face the same thing in selling, except now it’s data. We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people.

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Webinar: The 360-view content strategy you need by Cynthia Ramsaran

Search Engine Land

Whether selling to businesses or consumers, buyers need access to various types of product content — emotionally-driven visual assets and objective information. This helps them feel most confident when making buying decisions. Delivering this experience requires digital asset management (DAM) and product information management (PIM) tools. Join this webinar and learn how to create a 360-degree view of their product content will be best equipped to create experiences that empower their customers